"Rather than just two phases, Douglas (1957, 1962) suggests that negotiations go through three – essentially **competitive to start, then cooperative for a while but becoming more competitive** as the negotiators close in on an agreement." ([Location 2257](https://readwise.io/to_kindle?action=open&asin=B01CJUV57U&location=2257)) --- **Tags** -- [[quotes]], [[systems-thinking]], [[negotiations]], [[competition]], [[collaboration]], **Source** -- [[202410111110 - B - Effective Negotiation]]